Competing

Competitor-Free Competition

The other company isn't necessarily your worst competitor. In this article, Graham Denton discusses less visible threats to your sales success, including a type of competition that is "competitor free."

Getting Beyond Goliath

To compete effectively today, get beyond the old David and Goliath metaphor. In a world of "nomadic integration," the key is nimbleness, not brawn.

Leaving the Field

Graham Denton explains the attraction, and the limitations, of the "selling as sport" metaphor. Read why the real game in selling must take place "off the field."

Why "Me Too" Fails

To sell effectively, you must create your own differentiation. It's not enough - indeed, it's counterproductive - to claim that you're "just as good" as a competing firm. This article presents five reasons that such a strategy fails. Graham Denton, November 23, 1999